The difference in coaching quantity & quality corresponding to the difference in the managers’ percent to their sales goal.
What top-performing sales managers do to earn higher coaching quality marks from their reps.
What a quality and quantity score of a manager is and the importance of these scores.
How a managers’qualityscore andquantityscore make up theirquota(the percent to their sales goal).
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The Research
When we review our data and study managers who are in the top 20% of performance to goal, versus those in the remaining 80% of performance to goal, what is endemic to the top 20% is they consistently score well in both coaching quantity AND coaching quality. To understand the impact of coaching quantity and quality on a sales team’s achievement of their quota, EcSell Institute looked at how top-performing managers coached differently.
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.png?width=180&name=WHITEPAPER-%20Coach%20More%2c%20Coach%20Better%20(1).png "Manager coaching")
